30 Minutes of sales training that will explode your business in 2022

Summary

• I spoke at the War Room Mastermind, which is a high-cost program focused on scaling sales teams as a key challenge for businesses aiming to reach the initial million or multi-million revenue milestones.
• I shared my expertise on sales by discussing a condensed 30-minute video presentation that outlines three frameworks for scaling a sales team effectively.
• The first framework is the CLOSER framework, which is a question-based approach that drives prospects to say yes:
  • C: Clarify why they are there.
  • L: Label them with a problem.
  • O: Overview their past attempts.
  • S: Sell them on a solution (the 'vacation' not the 'plane').
  • E: Explain away their concerns.
  • R: Reinforce with a proper onboarding process.
• The Conviction framework emphasizes the importance of tone and belief in the product, which can surpass seasoned sales skills. Anyone who truly believes in what they sell will naturally have a persuasive tone.
• The Scaling framework consists of six Cs to equip and improve sales teams:
  • Closer Sequence: A question-based sales script.
  • Consistent Daily Training: Including talking, listening, and role reversal.
  • Call Recordings: For compliance and training.
  • Communication Cycles: For feedback and continuous improvement.
  • Cuts: Removing those who don’t show promise early on.
  • Competition and Career Path: Maintaining morale and providing growth opportunities.
• I advised sales teams to separate outbound and inbound to improve efficiency and the importance of understanding the prospect rather than just the product.
• My personal recommendation is to focus on building a conviction within your sales team about the value of what they are selling, as belief is key to convincing prospects and improving sales performance.

Video

How To Take Action

I would suggest implementing the CLOSER framework first. Start by clarifying with each customer why they are there. Ask them about their goals. Then, label their problem so you can address it directly. Review their past attempts to solve it. Sell them your solution, but make sure to focus on the final destination – the benefits, not just the features. Address any concerns they may have and reinforce their choice with robust onboarding.

To boost conviction in your sales team, play customer testimonials daily. Remind your team why what they're doing is essential. You don't just want your team to know the product; you want them to believe in it. This conviction will shine through in their tone, which matters just as much as what they're saying.

For the Scaling framework, create a simple, question-based sales script and practice it every day. Record calls for compliance and training. Communicate frequently for continuous improvement and be ready to make cuts if someone isn't a good fit. Encourage competition and showcase career growth to keep morale high.

Separate inbound and outbound sales to focus on efficiency. The key is to understand your customer deeply, not just the product you're selling. Focus on building conviction in the value of what you sell, as fierce belief in the product is crucial to convincing clients.

Implementing these strategies step by step, starting with the CLOSER framework, should lead to more effective sales and a stronger, more efficient sales team.

Quotes

"When you hire salespeople…it's sink or swim"

– Alex Hormozi

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"If you become a more seasoned…sales rep, you can learn to control your tone on purpose"

– Alex Hormozi

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"Sales is one of the most repetitive positions in the world"

– Alex Hormozi

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"Having competition on regular basis…tends to work best"

– Alex Hormozi

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"If you have lots of different types of leads going to the same person, you're probably losing a lot of efficiency"

– Alex Hormozi